In the regression method for developing sales quotas or forecasts, which of the following would be considered an organizational factor?
A) Market potential
B) Salesperson's experience
C) Concentration of accounts
D) Span of control
E) Salesperson's motivation

Question

Quizplus · Accepted Answer

Span of control is an organizational factor as it pertains to the structure and management of the sales organization. Factors such as market potential, concentration of accounts, salesperson experience, and motivation are all individual or external factors that can affect sales performance but are not specific to the organization itself.

In the Regression Method for Developing Sales Quotas or Forecasts